Strategic customer advocacy professionals approach customer advocacy as an opportunity to build relationships with customers, not simply ask for favors – an invaluable framework for asking for references shared in this SiriusDecisions blog.
The blog’s author, Amy Bills, teaches us that beforeapproaching customers for a reference, advocacy practitioners should take apause to consider the personal and professional motivations of customer advocates.The blog shares a great example of how leveraging customers’ motivations inrequests for references can morph a company-focused ask into a customer-focusedask that inspires action from advocates and nurtures more intimaterelationships with customers.
In the article, Bills also reminds us of the importance of ensuring program participation is simple for advocates. She shares how keeping in mind customer motivations and using them to structure acts of advocacy so that a customer can engage in those actions they are most interested in (and avoid laborious tasks like PowerPoint production) can improve customer interactions with your advocacy program.
Visit the blog for several other readily actionable tips for personalizing and enhancing your asks for references, and if you decide to put any into action, we’d love to hear about what you learn in the process!